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Tech Stack
Tools & technologiesAWSCloudCyber Security
About the role
Key responsibilities & impact- Manage the assigned portfolio, maintaining recurring, structured and documented relationships.
- Develop account plans proportional to the size and complexity of the account, including stakeholder maps, contracts, risks, opportunities and expansion plans.
- Lead executive meetings, commercial check-ins and QBRs (Quarterly Business Reviews), together with the CSM when applicable.
- Identify, qualify and drive opportunities for upsell, cross-sell, renewals, MRR expansion and complementary projects.
- Proactively work to reduce commercial churn by identifying relational, contractual and financial risks, with a documented mitigation plan.
- Track ACV/FYCV originating from the existing base and ensure correct recording in Salesforce.
- Negotiate renewals, price adjustments, amendments and expansions in accordance with commercial policies, approval limits, margin and financial criteria.
- Collaborate with CSM, Operations and Delivery to elevate the customer experience, without absorbing the operational responsibilities of those areas.
- Keep Salesforce up to date with contacts, activities, opportunities, forecasts, risks, contracts and next steps.
- Contribute market intelligence, client feedback, competitor insights and suggestions for portfolio improvement.
Requirements
What you’ll need- Experience in B2B account management, consultative sales and enterprise relationship management.
- Proficiency with Salesforce or equivalent CRM, with disciplined record keeping and forecasting.
- Ability to analyze revenue, margin, churn, NPS, DSO, pipeline and portfolio indicators.
- Applied knowledge of Cloud, AWS, Private Cloud, Cybersecurity, Workplace, Data, AI, Application Modernization and Managed Services.
- Experience negotiating contracts, renewals, price adjustments, proposals, amendments and commercial governance.
- Experience leading QBRs, delivering executive presentations and translating technical value into business impact.
- Disciplined use of Salesforce, LinkedIn Sales Navigator and Microsoft Copilot to prepare executive meetings, analyze portfolio and improve productivity.
- Consultative profile, focused on long-term relationships and value creation.
- Executive-level communication, active listening, empathy and influencing skills.
- Organization, commercial discipline and ownership mindset.
- Resilience in high-pressure scenarios, churn, delinquency or customer dissatisfaction.
- Ability to collaborate with technical, finance and operations teams.
- Sense of urgency, prioritization skills and maturity to manage conflicts.
Benefits
Comp & perks- Complimentary breakfast with breads and fruit
- Hybrid work model
- Salary advance
- Health insurance
- Dental insurance
- Life insurance
- Childcare assistance
- Food allowance
- Meal voucher
- Profit sharing (PLR)
- Commuting allowance
- Payroll-deductible loan
- Partnerships with English language schools, colleges/universities, pet assistance and other perks
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
B2B account managementconsultative salesenterprise relationship managementcontract negotiationrenewalsprice adjustmentsrevenue analysismargin analysischurn analysisportfolio indicators
Soft Skills
executive-level communicationactive listeningempathyinfluencing skillsorganizationcommercial disciplineownership mindsetresiliencecollaborationprioritization skills